Senior Channel Account Executive

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products.

Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform.

Role Summary

The Channel Account Executive (CAE) plays a key role in driving growth by managing Sophos' high-growth, high-potential regional and national partners. The CAE is tasked with developing and executing strategic joint business plans with these partners to maximize revenue generation, specifically focusing on new logo acquisition and cross-sell opportunities.

Responsibilities

• Partner Relationship Management: Building and maintaining strong, strategic relationships with high-value partners
• Business Planning: Collaborating with partners to develop joint business plans that outline clear objectives, sales targets, and growth strategies
• Pipeline Development: Proactively identifying opportunities within the partner’s pipeline and providing guidance to ensure successful deal closure
• Revenue Growth: Driving the acquisition of new customers and the expansion of existing accounts through cross-sell and up-sell opportunities
• Performance Metrics and KPIs: Setting clear, data-backed KPIs (Key Performance Indicators) for partners, tracking their progress toward these goals, and using this data to drive performance reviews
• Sales Enablement: Providing partners with the necessary tools, training, and support to succeed in selling Sophos products and services
• Market Intelligence: Staying informed about market trends, customer needs, and competitor activities to ensure Sophos and its partners stay competitive
• Reporting and Forecasting: Regularly tracking performance against targets and reporting outcomes to management
• Performance Management: Regularly assessing partner performance, providing constructive feedback, and implementing corrective actions or additional support where necessary
• Marketing Collaboration: Working closely with the partner’s marketing teams to develop and execute joint marketing campaigns
• Cross-Functional Collaboration: Working alongside internal teams to ensure alignment and support for partner-driven initiatives

Requirements

• Strong relationship-building skills to align Sophos solutions with partner goals
• Expertise in influencing, negotiating, and managing partner accounts for mutual success
• Deep B2B sales knowledge, including new business generation and cross-selling
• Proven ability to set and achieve sales targets through strategic account management
• Skilled in long-term business planning with a focus on sustainable, profitable growth
• Proficient in analyzing sales data, market trends, and performance metrics
• CRM and BI tool expertise (e.g., Salesforce) for tracking, forecasting, and optimization
• Excellent communication and presentation skills for internal and external stakeholders
• Strong organizational skills to manage multiple accounts, pipelines, and deadlines
• Experience handling partner conflicts and aligning cross-functional teams for success
• Deep cybersecurity industry knowledge and ability to adapt to market shifts

In the United States, the base salary for this role ranges from $113,400 to $189,000. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package.

Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.

We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team.